How to Make Your First Product Partnerships Hire
Yes, I know the title isn’t elegant. But the complexity of it reflects a real challenge for SaaS leaders: where to start when hiring someone to manage integration-focused partnerships.
Hugh Durkin
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Cycle acquire 80% of their customers through App Marketplaces. Here's how.
Cycle is “the fastest way for your team to capture product feedback and share customer insights – without the busywork.”
Always be launching (in App Marketplaces)
Whether you’ve just launched your first listing in your first App Marketplace, or you’re managing tens of listings across lots of App Marketplaces, there will always be one evolving challenge to deal with.
Saturated ecosystems are a myth
Around 2013, a few years after Facebook launched our Ads API, we started to hear concerning feedback from some of our earliest partners. “The ecosystem is saturated” said some.
Make it hard for Platform Partnerships teams to ignore you
There’s a common misperception that App Marketplaces and their partner ecosystems are small, elite clubs. Many newcomers to ISV partnerships believe an intro to the C-Suite at Salesforce, Meta, Atlassian, or Shopify is the first step towards a successful partnership with them.
Sell the way platform customers like to buy
In early 2019, during my first few months at HubSpot, we held a “Connect Partner Day” at our HQ in Cambridge, Massachusetts. It was our last “Connect Partner” event - we redesigned and relaunched the App Partner Program (and launched the HubSpot App Marketplace at INBOUND later that year.